Most startup conversations about cybersecurity go something like this: "We'll worry about that when we're bigger." Sound familiar? We were fortunate to avoid this trap entirely. When we started working with FM Conway back in 2020, we were introduced to the importance of cybersecurity by Michael Barrett, their Information Security Manager, who was instrumental in getting us started on this journey with the right foundation from day one.

Last week, we received news that made our entire team proud: we've been selected for the Secure Innovation Security Review, delivered by the National Protective Security Authority (NPSA) and the National Cyber Security Centre (NCSC). As an early-stage company developing proprietary technologies — including biometric data processing — this milestone isn't just about compliance. It's validation of a strategic decision we made months ago: to treat cybersecurity as a competitive advantage, not an afterthought.

We're also actively pursuing Cyber Essentials and Cyber Essentials Plus accreditation. But here's the thing—we don't technically "need" it yet. Our clients aren't demanding it, we're not handling massive data volumes, and we're still in the early stages of growth.

So why are we doing it? The answer is simple: our business depends on it.

As a company working with various types of data—including biometric data from eye tracking — we handle some of the most sensitive information possible. Our client portfolio spans from training providers to major organisations like Harrods and Wiener Linien, all the way up to global companies such as Mercedes-Benz. Each of these partnerships requires us to prove that, despite being an early-stage company, we understand the critical importance of data protection and cybersecurity. But here's the reality that many startups don't realise until it's too late: for many of our enterprise clients, Cyber Essentials certification isn't just "recommended"—it's mandatory. No certification means no contract. It doesn't matter how innovative our technology is or how much value we can deliver. Without proper security credentials, the conversation ends before it begins.

This isn't unique to our industry or client base. It's the new reality of doing business in a data-driven world. Waiting until day 1000 to think about security is like waiting until your house is on fire to install smoke detectors.

The "later" trap that's costing startups millions

The conventional startup wisdom says to move fast and break things. But when it comes to cybersecurity, breaking things can literally break your business. Here's what most founders don't realise about the "we'll secure it later" approach:

The financial reality of a breach - the numbers are sobering.

According to the 2024 IBM Cost of a Data Breach Report, the global average cost of a data breach reached a record high of $4.88 million. For small businesses with fewer than 500 employees, that's still $3.31 million on average. Even more alarming: up to 60% of small companies go out of business within six months of a cyberattack.

Ransomware attacks are particularly devastating, with Sophos reporting a median ransom payment of $1 million in 2024, plus an additional $2.73 million in recovery costs. And that's before considering operational disruption—even a single hour of unplanned downtime can cost a mid-sized company over $300,000.

For companies handling personal data, regulatory fines add another layer of risk. GDPR penalties can reach €20 million or 4% of annual global revenue, whichever is higher.

The retrofit tax is brutal. Implementing security measures after your systems are built is exponentially more expensive than building them in from the start.

We've seen companies spend 10x more on security retrofitting than they would have spent on early implementation. It's like trying to install a foundation after you've built the house.

Enterprise clients don't wait — they won't even start. The moment you want to work with larger organisations, they'll ask about your security posture. But here's what we learned from real experience: it's not just a question—it's often a hard requirement. When we started conversations with companies like Harrods, Wiener Linien, and Mercedes-Benz, security certification wasn't in the "nice to have" column. It was in the "mandatory for vendor onboarding" section.

If your answer to "What's your Cyber Essentials status?" is "we're working on it," you've just disqualified yourself from potentially game-changing opportunities. We've seen this happen to other startups with brilliant technology—locked out of enterprise deals not because their product wasn't good enough, but because they couldn't meet basic security requirements.

The data sensitivity reality check: When you're processing biometric data from eye tracking—some of the most personal and sensitive information that exists—security isn't just good practice, it's a fundamental responsibility. Our clients trust us with data that could identify individuals, reveal personal behaviours, and potentially be misused if compromised.

This level of data sensitivity means we can't afford to learn about security through trial and error. We needed to demonstrate from day one that we understand the weight of this responsibility and have systems in place to honour that trust.

Reframing security: from cost centre to competitive advantage

Here's the mindset shift that changed everything for us: cybersecurity isn't just about protection — it's about differentiation.

1. ‍Trust as a moat - In an era where data breaches make headlines weekly, demonstrating robust security practices sets you apart. When prospects choose between you and a competitor, and you can show Cyber Essentials certification while they can't, who do you think gets the contract?‍
2. Operational excellence as a byproduct - the discipline required for Cyber Essentials certification forces you to document processes, implement proper access controls, and maintain system hygiene. These aren't just security benefits—they're operational excellence practices that make your entire organisation run better.‍
3. Future-proofing your growth. Every security measure you implement early scales with your growth. The access management system you set up for five employees works just as well for 50. The incident response plan you create for your startup servers will serve you when you're running enterprise infrastructure.

Our journey: what cyber essentials actually looks like for a small team

Let me be transparent about what pursuing Cyber Essentials certification actually involved for our team of fewer than 10 people:

The right guidance makes all the difference. Before diving into the timeline, it's worth noting that having Zsolt Kovacs, CISSP (Certified Information Systems Security Professional) and soon our CISO (Chief Information Security Officer) in an advisory role has been tremendous. He leads and oversees our efforts, which made the entire process much more strategic and efficient than if we'd tried to figure it out ourselves.

• ‍Week 1-2: The Audit - we conducted an honest assessment of our current security posture. This wasn't about finding problems to panic about—it was about understanding our baseline. We used the NCSC's Cyber Essentials self-assessment questionnaire as our starting point.‍
• Week 3-4: Quick Wins - the low-hanging fruit was surprisingly impactful. Implementing multi-factor authentication across all accounts, ensuring automatic updates were enabled, and establishing proper user access management took days, not months.‍
• Week 5-8: System Hardening - this phase involved configuring firewalls, implementing proper network segmentation, and ensuring all devices met security baselines. For a small team, this meant establishing clear policies about what devices could access company systems and how.‍
• Week 9-12: Documentation and Processes - the most time-intensive part wasn't technical implementation—it was documenting everything. But here's what we discovered: the act of documenting forced us to think more clearly about our processes and identify gaps we hadn't noticed.‍
• Ongoing: Living the System - Cyber Essentials isn't a "set it and forget it" certification. It requires ongoing attention to security hygiene. But once the systems are in place, maintaining them takes maybe an hour per week.

Total Investment:

The NCSC recommends Cyber Essentials as the minimum standard of cyber security for all organisations. The basic certification costs £300 (including VAT), but for a globally distributed team like ours with fewer than 10 members, working with an independent accreditation organisation cost around £2,500 total.

That's less than what we spend on software licenses in a quarter.

‍ROI: Already evident in client conversations and our own operational confidence.

The expensive mistakes we avoided (and you can too)

By implementing security early, we avoided several costly mistakes that typically hit startups later:

1. ‍The Emergency Compliance Sprint - we've watched companies scramble to implement security measures in weeks when a major client demanded compliance. These emergency implementations are not only expensive—they're often incomplete and create technical debt.‍
2. The Talent Premium - finding senior security talent when you desperately need it is both expensive and difficult. By building security into our culture early, we made ourselves attractive to security-conscious employees without needing dedicated security staff.‍
3. The Architecture Debt - many companies build systems that are fundamentally difficult to secure, then spend enormous amounts rebuilding them. Starting with security in mind meant our architecture supports security rather than fighting it.

Practical steps: your Cyber Essentials roadmap

If you're convinced but don't know where to start, here's your roadmap:

Before You Begin: Choose Your Path. You have two main options for Cyber Essentials certification:

• Self-certification route: £300 (including VAT) - suitable for very small organisations with straightforward IT setups
• Independent assessment: £2,000-£5,000+ depending on your complexity - recommended for distributed teams, complex infrastructures, or when clients expect third-party validation

Based on our experience as a globally distributed team with fewer than 10 members, we opted for an  independent assessment at around £2,500. There are literally dozens of accreditation organisations offering these services, so shop around for one that understands your sector and setup.

Month 1: Assessment and Planning

• Complete the NCSC Cyber Essentials self-assessment
• Identify your current security gaps
• Map your existing systems and data flows
• Set a realistic timeline for certification

Month 2: Foundation Building

• Implement multi-factor authentication everywhere
• Ensure automatic security updates are enabled
• Establish basic access controls and user management
• Configure firewalls and basic network security

Month 3: System Hardening

• Implement endpoint protection
• Establish secure configuration baselines
• Set up regular backup and recovery procedures
• Create incident response procedures

Month 4: Documentation and Certification

• Document all security policies and procedures
• Conduct an internal security review
• Submit for Cyber Essentials assessment
• Plan for ongoing security maintenance

The business case: why security pays for itself

Let's talk numbers. Our investment in Cyber Essentials certification will pay for itself through:

1. ‍Faster Sales Cycles: Enterprise prospects no longer need to conduct lengthy security reviews before working with us.‍
2. Premium Positioning: We can charge premium rates because we reduce risk for our clients.‍
3. Reduced Insurance Costs: Many cyber insurance providers offer discounts for certified organisations—often enough to offset a significant portion of the certification cost.‍
4. Operational Efficiency: Better security hygiene means fewer incidents, less downtime, and more predictable operations.‍
5. Talent Attraction: Top-tier employees want to work for companies that take security seriously.

Beyond compliance: security as innovation enabler

Here's the part most articles about startup security miss: proper security practices don't slow down innovation—they enable it.

When you have robust security foundations, you can:

• Experiment with new technologies confidently
• Handle sensitive data that opens new market opportunities
• Build partnerships with security-conscious organisations
• Scale rapidly without security becoming a bottleneck

Our selection for the Secure Innovation Security Review isn't just about compliance—it's recognition that we're building technology the right way from the ground up.

The bottom line: security is a strategic decision

Treating cybersecurity as a "later" problem is really treating trust as a "later" concern. In a world where data is the new oil and privacy is the new luxury, security isn't just operational hygiene—it's strategic positioning. Every day you wait to implement proper security practices is another day your competitors might gain an advantage. Every client conversation where you can confidently discuss your security posture is an opportunity to differentiate yourself.

The question isn't whether you can afford to implement Cyber Essentials certification. The question is whether you can afford not to.

Ready to get started? The NCSC provides excellent free resources for Cyber Essentials implementation. Begin with their self-assessment tool and remember: the best time to plant a security tree was yesterday. The second-best time is today.